3 Steps to Successful Buyer Consultations

By Jacqueline Smith

Jacqueline Smith started in real estate in 2015 and sold 52 homes her first year in the business as a solo agent. After considering growing her own team, and exploring different team models, she decided to partner with Place in 2017. The partnership allowed her to fast track her growth, and provide better systems and models to her agent partners. Her and her team in Vancouver Washington now close over $165M in annual sales volume, while keeping the quality of the agent and client experience at the forefront.

How do you conduct your buyer consultations? Delivering a high-value buyer consultation is essential for success in real estate. Today, I’ll share three strategies to help you establish value and build strong client relationships.

Step 1: Establish a formal process. Like your seller process, you need a structured approach for buyer consultations. While many have conducted buyer consultations for a long time, some agents struggle with consistency. Start by setting the stage with your buyers and explaining why a consultation is important before looking at properties.

As a professional real estate agent, you need to meet with your buyers beforehand to ensure you’re a good fit for them and understand their goals clearly so you can provide valuable insights and advice. You couldn’t effectively guide them through the decision-making process without understanding their short- and long-term goals.

Step 2: Prepare a buyer presentation. Create a buyer presentation and perfect it. If you’re not confident with your presentation the first time you use it, your passion for homeownership won’t shine through your nervousness. Practice your presentation weekly or as often as you like until you know it by heart. This way, you can comfortably present and customize it for each buyer.

If you don’t have a presentation, I invite you to download my buyer presentation here. It’s the exact presentation my team and I use in Southwest Washington. Make your version and perfect it according to your needs.

Step 3: Create a strong team. Assemble a team of trusted professionals, including lenders, inspectors, title agents, and attorneys. Choose the ones who work well with you and can provide excellent service to your clients. Remember that your team is an extension of the experience your buyers have with you.

A successful buyer consultation is about building trust, establishing value, and guiding your clients to achieve their goals. I know this can be scary for some, but treat it as an opportunity to improve your skills.

Download my buyer presentation here to see what we’re doing differently. If you have something that’s working well for you, I’d love to hear from you and compare notes. If you need help conducting a strong buyer consultation, please contact me at (360) 560-1156 or jacqueline@evergreenrealestatepartners.com. I’m happy to help in any way I can.